Chapter 12 Power and Politics
4 54) Placing the blame for a negative outcome on external factors that are not entirely blameworthy is known as ________. A) scapegoating B) buffing C) stalling D) buck passing E) overconfirming
Answer: A Explanation: A) Scapegoating is placing the blame for a negative outcome on external factors that are not entirely blameworthy. Diff: 1 Page Ref: 180 Quest. Category: Concept/Definitional
2 11) When a bank robber points a gun at a bank employee, his base of power is ________. A) coercive B) referent C) positional D) authoritative E) expert
Answer: A Explanation: A) The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs. The bank teller is forced to comply. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Coercive Power Quest. Category: Application
4 46) ________ occurs when people within organizations use whatever influence they can to taint the facts to support their goals and interests. A) Legitimate political behavior B) Politicking C) Illegitimate political behavior D) Sabotage E) Whistle-blowing
Answer: B Explanation: B) Most decisions in an organization have to be made in a climate of ambiguity where facts are rarely fully objective and thus are open to interpretation. Under such circumstances, people within organizations will use whatever influence they can to taint the facts to support their goals and interests. That creates the activities called politicking. Diff: 2 Page Ref: 176 Objective: Politicking Quest. Category: Concept/Definitional
3 39) Which of the following influence tactics is considered a "harder" tactic that emphasizes formal power and incurs greater costs and risks? A) personal appeal B) coalition C) rational persuation D) inspirational appeal E) consultation
Answer: B Explanation: B) You're more likely to be effective if you begin with "softer" tactics that rely on personal power, such as personal and inspirational appeals, rational persuasion, and consultation. If these fail, you can move to "harder" tactics, such as exchange, coalitions, and pressure, which emphasize formal power and incur greater costs and risks. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional
2 26) Which of the following power tactics involves increasing the target's support by involving him or her in decision making? A) personal appeals B) exchange C) consultation D) ingratiation E) pressure
Answer: C Explanation: C) The power tactic of consultation involves increasing the target's support by involving him or her in decision making. Diff: 3 Page Ref: 173 Objective: Creating Dependency Quest. Category: Concept/Definitional
4 48) If an individual ________, then he is less likely to engage in illegitimate political behavior. A) has invested a lot in the organization in terms of time and efforts B) possesses a scarce skill or knowledge C) has influential contacts outside the organization D) does not expect any future benefits from the organization E) has an external locus of control
Answer: A Explanation: A) An individual's investment in the organization, perceived alternatives, and expectations of success influence the degree to which he or she will pursue illegitimate means of political action. The more a person expects increased future benefits from the organization, the more that person has to lose if forced out and the less likely he or she is to use illegitimate means. Diff: 2 Page Ref: 177 Objective: Individual Factors That Influence Political Behavior Quest. Category: Concept/Definitional
4 53) Which of the following defensive behaviors is demonstrated by individuals who develop explanations and documentation to lessen their responsibility for negative outcomes? A) buffing B) justifying C) prevention D) stretching E) misrepresenting
Answer: A Explanation: A) Buffing is a nice way to refer to "covering your rear." It describes the practice of rigorously documenting activity to project an image of competence and thoroughness. Diff: 3 Page Ref: 180 Objective: Buffing Quest. Category: Concept/Definitional
3 32) The power tactic of using flattery and creating goodwill before making a request is known as ________. A) ingratiation B) consultation C) inspirational appeal D) motivational appeal E) affective appeal
Answer: A Explanation: A) Ingratiation is defined as using flattery, praise, or friendly behavior prior to making a request, hoping that the kindness will help get what is desired. Diff: 1 Page Ref: 173 Objective: Ingratiation Quest. Category: Concept/Definitional
2 24) Of the bases of power, research indicates that ________ power is most effective. A) personal B) coercive C) reward D) legitimate E) positional
Answer: A Explanation: A) Of the three bases of formal power (coercive, reward, legitimate) and two bases of personal power (expert, referent), research suggests pretty clearly that the personal sources of power are most effective. Diff: 2 Page Ref: 172 Objective: Personal Power Quest. Category: Concept/Definitional
4 68) The defensive behavior that Thomas engages in falls under the category of avoiding ________. A) action B) blame C) change D) power E) responsibility
Answer: A Explanation: A) Overconforming, buck passing, playing dumb, stretching, and stalling are all defensive behaviors that fall under the category of avoiding action. Diff: 3 Page Ref: 180 AACSB: Analytic Skills Objective: Avoiding Action Quest. Category: Application
3 42) Political behaviors usually ________. A) lie outside of an individual's specified job requirements B) are counter productive to individual goals C) are seen only in large organizations D) are frowned upon by organizational leaders E) are expected as part of each job requirement
Answer: A Explanation: A) Political behavior is defined as activities that are not required as part of a person's formal role in the organization but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization. Diff: 2 Page Ref: 175 Objective: Political Behavior Quest. Category: Concept/Definitional
1 5) Leadership requires ________. A) congruence between the goals of the leader and those being led B) focus on tactics for gaining compliance C) a dependency of those being led on the leader D) followers who share behavioral traits with their leaders E) a dependency of the leader on those being led
Answer: A Explanation: A) Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led. Diff: 2 Page Ref: 171 Objective: Leadership Quest. Category: Concept/Definitional
5 59) Which of the following is a self-focused impression management technique? A) flattery B) enhancement C) apology D) excuses E) conformity
Answer: B Explanation: B) Enhancement and self-promotion are self-focused impression management techniques. Diff: 2 Page Ref: 181 Objective: Political Behavior Quest. Category: Concept/Definitional
4 Jerrod is relatively new to Xenon Corporation and wants to make sure that he makes a good impression on his coworkers and supervisor. He agrees with the supervisor's opinion most of the time and constantly compliments others about their good work. 71) Jerrod is attempting to use ________. A) illegitimate political behavior B) impression management C) defensive behavior D) referral power E) expert power
Answer: B Explanation: B) Impression management (IM) is the process by which individuals attempt to control the impression others form of them. Jarrod hopes to control his supervisor's opinion of him by ingratiating himself. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Impression Management Quest. Category: Application
5 73) Which of the following is most likely to help Jerrod earn higher performance evaluations? A) apologies B) ingratiation C) excuses D) buffing E) self-promotion
Answer: B Explanation: B) Ingratiation is positively related to performance ratings, meaning those who ingratiate with their supervisors get higher performance evaluations. Diff: 2 Page Ref: 182 AACSB: Analytic Skills Objective: Ingratiation Quest. Category: Application
3 40) People especially likely to comply with soft power tactics tend to ________. A) be more action oriented B) have greater desire for control C) be extrinsically motivated D) have low self-esteem E) be more focused on getting along with others than with getting their own way
Answer: B Explanation: B) People especially likely to comply with soft power tactics tend to be more reflective, are intrinsically motivated, have high self-esteem, and have greater desire for control. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional
3 27) Power tactics can be defined as ________. A) approaches for resolving conflicts B) techniques for translating power bases into specific action C) strategies for gathering and maintaining support D) organizational structural characteristics E) approaches for winning arguments
Answer: B Explanation: B) Power tactics are defined as ways in which individuals translate power bases into specific actions. They are the specific options that people have for influencing their bosses, co-workers, or employees. Diff: 2 Page Ref: 173 Objective: Power Tactics Quest. Category: Concept/Definitional
3 34) Which of the following power tactics is more effective when the audience is highly interested in the outcomes of a decision process? A) ingratiation B) consultation C) personal appeals D) exchange E) pressure
Answer: B Explanation: B) Rational persuasion, inspirational appeals, and consultation tend to be the most effective power tactics, especially when the audience is highly interested in the outcomes of a decision process. Diff: 2 Page Ref: 173 Objective: Power Tactics Quest. Category: Concept/Definitional
2 23) Celebrities are paid millions of dollars to endorse products in commercials because the advertisers believe the celebrities have ________ power. A) coercive B) referent C) expert D) legitimate E) reward
Answer: B Explanation: B) Referent power develops out of admiration of another and a desire to be like that person. It helps explain, for instance, why celebrities are paid millions of dollars to endorse products in commercials. Diff: 2 Page Ref: 172 Objective: Referent Power Quest. Category: Concept/Definitional
2 22) John is good with numbers, but he wasn't sure what he wanted to study in college. During his senior year in high school he had a math teacher, Mr Roury. John liked his teaching style and got interested in numbers. He also joined the Math Club to spend more time with Mr. Roury. As a result, John went on to study math and later engineering in college, and today tells his kids that he owes his career to Mr. Roury. Mr. Roury exhibited ________ power over John. A) positional B) referent C) coercive D) reward E) legitimate
Answer: B Explanation: B) Referent power is based on identification with a person who has desirable resources or personal traits. If a person is respected and admired he can exercise power and influence over others that desire to please him. John admired Mr. Roury and wanted to please him, which influenced his career choice. Diff: 2 Page Ref: 172 AACSB: Analytic Skills Objective: Formal Power Quest. Category: Application
5 61) Delray is about to sit down with his boss for his performance review. Which IM technique should Delray avoid using in the performance evaluation? A) ingratiation B) self-promotion C) flattery D) conformity E) rationalization
Answer: B Explanation: B) Self-promotion appears to backfire during performance evaluations. Those who self-promote actually seem to receive lower performance evaluations. Diff: 2 Page Ref: 182-183 AACSB: Analytic Skills Objective: Impression Management Techniques Quest. Category: Application
2 Thomas recognizes that his firm is plagued by organizational politics. He is not good at playing games and instead frequently engages in defensive behaviors in order to protect himself and his interests. Thomas is frustrated because he believes that he has little control over his environment, and his environment is uncomfortable to him. He has had some success at establishing a sense of control for himself by appearing to be more supportive publicly while doing little or nothing privately. 67) Which of the following behaviors is Thomas engaged in? A) overconforming B) stalling C) playing dumb D) stretching E) buck passing
Answer: B Explanation: B) Stalling is appearing to be more or less supportive publicly while doing little or nothing privately. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Stalling Quest. Category: Application
6 Your colleagues at work are constantly talking about the vice-president in your region. He is perceived throughout the organization as a ruthless man who is not to be antagonized. It is necessary for you to bring him a report, and you are very nervous about having to deal with him. 64) The vice president's major base of power seems to be ________. A) reward B) coercive C) referent D) expert E) personal
Answer: B Explanation: B) The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Coercive Power Quest. Category: Application
1 9) The ________ power is based on the fear of the negative results from failing to comply. A) legitimate B) coercive C) punitive D) referent E) abusive
Answer: B Explanation: B) The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs. Diff: 2 Page Ref: 171 Objective: Coercive Power Quest. Category: Concept/Definitional
3 28) Which of the following is not considered to be a power tactic? A) consultation B) substitution C) rational persuasion D) ingratiation E) coalition
Answer: B Explanation: B) The nine power tactics are legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure, and coalitions. Substitution is not a power tactic. Diff: 2 Page Ref: 173 Objective: Power Tactics Quest. Category: Concept/Definitional
2 13) The opposite of coercive power is ________ power. A) referent B) reward C) legitimate D) charismatic E) expert
Answer: B Explanation: B) The opposite of coercive power is reward power, with which people comply because it produces positive benefits; someone who can distribute rewards others view as valuable will have power over them. These rewards can be either financial, such as controlling pay rates, or nonfinancial, including recognition, or promotions. Diff: 2 Page Ref: 171 Objective: Reward Power Quest. Category: Concept/Definitional
4 52) Reactive and protective behaviors designed to avoid action, blame, or change are termed ________. A) zero-sum approach B) defensive behaviors C) protectionism D) impression management E) shielding bias
Answer: B Explanation: B) When employees see politics as a threat, they often respond with defensive behaviors, which is reactive and protective behaviors to avoid action, blame, or change. Diff: 2 Page Ref: 179 Objective: Defensive Behaviors Quest. Category: Concept/Definitional
4 69) Thomas also attempts to project an image of competence and thoroughness by rigorously documenting all of his activity. This defensive behavior is known as ________. A) justifying B) overconfirming C) buffing D) scapegoating E) buck passing
Answer: C Explanation: C) Buffing describes the practice of rigorously documenting activity to project an image of competence and thoroughness. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Buffing Quest. Category: Application
5 57) A manager tells his boss, "You're absolutely right on your reorganization plan for the western regional office. I couldn't agree with you more." In this example the manager is using the impression management (IM) technique of ________. A) favor B) flattery C) conformity D) exemplification E) enhancement
Answer: C Explanation: C) Conformity is agreeing with someone else's opinion to gain his or her approval. It is a form of ingratiation. Diff: 2 Page Ref: 181 Objective: Ethics and Politics Quest. Category: Concept/Definitional
4 49) Which of the following factors encourages politicking? A) clear performance evaluation systems B) role clarity C) zero-sum reward allocation practices D) increase in organizational resources E) low pressures for performance
Answer: C Explanation: C) Cultures characterized by low trust, role ambiguity, unclear performance evaluation systems, zero-sum reward allocation practices, democratic decision making, high pressures for performance, and self-serving senior managers will create breeding grounds for politicking. Diff: 3 Page Ref: 177 Objective: Organizational Factors That Influence Political Behavior Quest. Category: Concept/Definitional
5 56) Which of the following impression management (IM) techniques is used by a sales manager who says to her boss, "We failed to get the ad in the paper on time, but no one responds to those ads anyway?" A) flattery B) enhancement C) excuses D) conformity E) exemplification
Answer: C Explanation: C) Excuses are explanations of a predicament-creating event aimed at minimizing the apparent severity of the predicament. It is a defensive IM technique. Diff: 2 Page Ref: 181 Objective: Favors Quest. Category: Concept/Definitional
1 3) Which of the following statements is true regarding power? A) A is said to have power over B if B controls something that A desires. B) The greater A's dependence on B, the greater A's power in the relationship. C) If A has the capacity to influence the behavior of B, then A is said to have power over B. D) A can have power over B only if A is the B's leader. E) A can have power over B only when A and B have similar goals.
Answer: C Explanation: C) If A has the capacity to influence the behavior of B then A is said to have power over B. The most important aspect of power is that it is a function of dependency. The greater B's dependence on A, the greater A's power in the relationship. Diff: 2 Page Ref: 170 Objective: Power Quest. Category: Concept/Definitional
3 43) Which of the following is a form of illegitimate political behavior? A) bypassing the chain of command B) forming coalitions C) symbolic protests D) excessive adherence to rules E) complaining to supervisors
Answer: C Explanation: C) Illegitimate activities include sabotage, whistle-blowing, and symbolic protests such as wearing unorthodox dress or protest buttons and calling in sick as a group. Diff: 2 Page Ref: 175 Objective: Illegitimate Political Behaviors Quest. Category: Concept/Definitional
6 63) Which of the following statements is true regarding effectiveness of power tactics in different countries? A) People from politically turbulent countries in the Middle East tend to be less willing to use aggressive political tactics in the workplace, than people from countries such as Great Britain or Switzerland. B) U.S. managers tend to evaluate "gentle persuasion" tactics such as consultation and inspirational appeal as less effective than their Chinese counterparts. C) In Israel, perception of organizational politics relates to decreased job satisfaction. D) In countries that are more politically unstable, employees seem to demonstrate lower tolerance of intense political processes in the workplace. E) Chinese managers prefer the influence tactic of rational persuasion.
Answer: C Explanation: C) In Israel, perception of organizational politics relates to decreased job satisfaction. In countries that are more politically unstable, such as Israel, employees seem to demonstrate greater tolerance of intense political processes in the workplace. Diff: 2 Page Ref: 184 Objective: Creating Dependency Quest. Category: Concept/Definitional
2 15) Legitimate power is based on ________ in the organization. A) the ability to provide rewards B) interpersonal trust C) structural position D) expert knowledge E) respect and admiration
Answer: C Explanation: C) In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority to control and use organizational resources based on structural position in the organization. Diff: 2 Page Ref: 172 Objective: Legitimate Power Quest. Category: Concept/Definitional
2 18) Which of the following statements is true regarding legitimate power? A) Legitimate power develops out of admiration of another and a desire to be like that person. B) Legitimate power comes from an individual's unique characteristics. C) Legitimate power is broader than the power to coerce and reward. D) Celebrities who endorse products in commercials wield legitimate power over people. E) Legitimate power is a type of personal power.
Answer: C Explanation: C) In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority to control and use organizational resources based on structural position in the organization. Legitimate power is broader than the power to coerce and reward. Diff: 2 Page Ref: 172 Objective: Expert Power Quest. Category: Concept/Definitional
2 16) Which of the following types of power requires acceptance of the leader's authority by members of the organization? A) referent B) coercive C) legitimate D) expert E) charismatic
Answer: C Explanation: C) Legitimate power is broader than the power to coerce and reward. Specifically, it includes members' acceptance of the authority of a position. Diff: 2 Page Ref: 172 Objective: Legitimate Power Quest. Category: Concept/Definitional
2 17) The power that the College Dean has been granted by the University over the faculty is referred to as ________ power. A) academic B) positional C) legitimate D) referent E) charismatic
Answer: C Explanation: C) Legitimate power represents the formal authority to control and use organizational resources based on structural position in the organization. It includes members' acceptance of the authority of a position. A College Dean holds legitimate power. Diff: 3 Page Ref: 172 AACSB: Analytic Skills Objective: Legitimate Power Quest. Category: Application
4 55) Which of the following is an assertive impression management technique? A) conformity B) apologies C) self-promotion D) flattery E) buffing
Answer: D Explanation: D) Flattery and exemplification are assertive impression management techniques. Diff: 2 Page Ref: 181 Objective: Impression Management Quest. Category: Concept/Definitional
1 6) Leadership focuses on the ________. A) importance of lateral and upward influence patterns B) elimination of dependency relationships C) downward influence of a leader on his or her followers D) ways of establishing control over followers E) resolution of conflicts among followers
Answer: C Explanation: C) One difference between power and leadership relates to the direction of influence. Leadership focuses on the downward influence on followers. It minimizes the importance of lateral and upward influence patterns. Power does not. Diff: 2 Page Ref: 171 Objective: Leadership Quest. Category: Concept/Definitional
3 36) Which of the following power tactics can be used most effectively for exerting lateral influence? A) legitimacy B) inspirational appeal C) coalition D) ingratiation E) pressure
Answer: C Explanation: C) Personal appeals and coalitions are most effective as lateral influence. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional
3 41) Which of the following skills best represents the ability of people to influence others to enhance their own objectives? A) analytical skill B) critical thinking skill C) political skill D) reflective thinking skill E) cognitive skill
Answer: C Explanation: C) Political skills of people indicate their ability to influence others to enhance their own objectives. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional
3 33) Vivian has not been handling one portion of her duties in a satisfactory manner. As a result, her manager threatens to withhold her promotion. Which power tactic is being used by Vivian's manager? A) exchange B) ingratiation C) pressure D) personal appeals E) inspirational appeals
Answer: C Explanation: C) Pressure is the use of warnings, repeated demands, and threats to try to get what is desired. It is usually applied in a downward direction. Diff: 2 Page Ref: 173 AACSB: Analytic Skills Objective: Pressure Quest. Category: Application
3 31) Which of the following power tactics tends to backfire and is typically the least effective of the power tactics? A) coalitions B) exchange C) pressure D) rational persuasion E) consultation
Answer: C Explanation: C) Pressure tends to backfire and is typically the least effective of the nine tactics. Diff: 2 Page Ref: 173 Objective: Inspirational Appeals Quest. Category: Concept/Definitional
3 30) James approaches his supervisor with data and a logical presentation supporting his request for additional personnel. Which of the following power tactics is used by James? A) consultation B) legitimacy C) rational persuasion D) inspirational appeal E) exchange
Answer: C Explanation: C) Rational persuasion is presenting logical arguments and factual evidence to demonstrate a request is reasonable. James is using rational persuasion to try to get what he wants. Diff: 2 Page Ref: 173 AACSB: Analytic Skills Objective: Rational Persuasion Quest. Category: Application
2 21) ________ power is based on identification with a person who has desirable resources or personal traits. A) Coercive B) Legitimate C) Referent D) Expert E) Reward
Answer: C Explanation: C) Referent power is based on identification with a person who has desirable resources or personal traits. If I like, respect, and admire you, you can exercise power over me because I want to please you. Diff: 2 Page Ref: 172 Objective: Referent Power Quest. Category: Concept/Definitional
1 7) Unlike leadership research, research on power tends to focus on ________. A) individual styles in using power B) strategies for goal attainment C) tactics for gaining compliance D) the administration of rewards E) gaining dependency
Answer: C Explanation: C) Research on power focuses on tactics for gaining compliance. It goes beyond the individual as the exerciser of power because groups as well as individuals can use power to control other individuals or groups. Diff: 2 Page Ref: 171 Objective: Power Quest. Category: Concept/Definitional
2 10) At the organizational level, if Jenn can dismiss, suspend, or demote Polene, assuming Polene values his or her job. Jenn has ________ power over Polene. A) reward B) legitimate C) coercive D) expert E) referent
Answer: C Explanation: C) The coercive power base depends on fear of the negative results from failing to comply. At the organizational level, A has coercive power over B if A can dismiss, suspend, or demote B, assuming B values his or her job. Diff: 2 Page Ref: 171 Objective: Dependency Quest. Category: Concept/Definitional
4 50) Which of the following organizational factors encourages political behavior? A) use of objective criteria in the appraisal B) using multiple outcomes to measure performance C) allowing significant time to pass between the time of an action and its appraisal D) avoiding the zero-sum approach for resource allocation E) ensuring role clarity
Answer: C Explanation: C) The more organizations use subjective criteria in the appraisal, emphasize a single outcome measure, or allow significant time to pass between the time of an action and its appraisal, the greater the likelihood that an employee can get away with politicking. Diff: 2 Page Ref: 178 Objective: Political Behavior Quest. Category: Concept/Definitional
2 14) If your superior tells you that she will offer you a raise provided you perform additional work beyond the requirements of your job, he/she is exercising ________ power. A) legitimate B) coercive C) reward D) personal E) reflective
Answer: C Explanation: C) The opposite of coercive power is reward power, with which people comply because it produces positive benefits; someone who can distribute rewards others view as valuable will have power over them. These rewards can be either financial, such as controlling pay rates, or nonfinancial, including recognition, or promotions. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Reward Power Quest. Category: Application
5 72) Jerrod is engaging in which of the following impression management techniques as far as his supervisor is concerned? A) enhancement B) self-promotion C) excuses D) conformity E) apologizing
Answer: D Explanation: D) Conformity is agreeing with someone else's opinion to gain his or her approval. It is a form of ingratiation. Diff: 2 Page Ref: 181 AACSB: Analytic Skills Objective: Conformity Quest. Category: Application
2 20) Most of us follow our doctor's advice because our doctor has ________ power. A) legitimate B) reward C) referent D) expert E) coercive
Answer: D Explanation: D) Expert power is influence wielded as a result of expertise, special skill, or knowledge. As jobs become more specialized, we become increasingly dependent on experts to achieve goals. It is generally acknowledged that physicians have expertise and hence expert power: Most of us follow our doctor's advice. Diff: 2 Page Ref: 172 Objective: Personal Power Quest. Category: Concept/Definitional
5 60) Which of the following statements is true regarding impression management (IM) techniques? A) During interviews, applicants appear to use ingratiation more than self-promotion. B) Ingratiation is negatively related to performance ratings. C) Those who self-promote receive higher performance evaluations. D) Ingratiation works well in interviews. E) Giving excuses is considered as an assertive IM technique.
Answer: D Explanation: D) Ingratiation works well in interviews. Applicants who compliment the interviewer, agree with his or her opinions, and emphasize areas of fit do better than those who don't. Diff: 2 Page Ref: 182 Objective: Sexual Harassment Quest. Category: Concept/Definitional
3 29) Joe comes to you with a request for funds for a project. He reminds you that company policy supports his position. He is using the tactic of ________. A) coalition B) consultation C) ingratiation D) legitimacy E) pressure
Answer: D Explanation: D) Legitimacy means relying on your authority position or saying a request accords with organizational policies or rules. Joe is relying on legitimacy. Diff: 2 Page Ref: 173 AACSB: Analytic Skills Objective: Legitimacy Quest. Category: Application
3 45) Which of the following statements is true regarding legitimate political behavior? A) Engaging in legitimate political behavior is also known as "playing hardball." B) Whistle-blowing is considered legitimate political behavior. C) Legitimate political behavior is a part of once formal responsibilities. D) The vast majority of all organizational political actions are of the legitimate variety. E) Sabotage is considered legitimate political behavior.
Answer: D Explanation: D) Legitimate political behavior refers to normal everyday politics. The vast majority of all organizational political actions are of the legitimate variety. Diff: 3 Page Ref: 175 Objective: Self-Monitors Quest. Category: Concept/Definitional
2 66) You know that the vice-president has the authority to accept or reject your report. This is part of his ________ power. A) reward B) coercive C) expert D) legitimate E) personal
Answer: D Explanation: D) Legitimate power represents the formal authority to control and use organizational resources based on structural position in the organization. Diff: 2 Page Ref: 172 AACSB: Analytic Skills Objective: Legitimate Power Quest. Category: Application
2 19) Which of the following types of power can be categorized as personal power? A) coercive B) legitimate C) reward D) referent E) positional
Answer: D Explanation: D) Personal power comes from an individual's unique characteristics. There are two bases of personal power: expert power and referent power. Diff: 2 Page Ref: 172 Objective: Personal Power Quest. Category: Concept/Definitional
1 4) Which of the following terms best represents a point of difference between power and leadership? A) control B) influence C) cognitive dissonance D) goal compatibility E) negative affect
Answer: D Explanation: D) Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led. Diff: 2 Page Ref: 171 Objective: Power Quest. Category: Concept/Definitional
1 2) Power is a function of ________. A) goal congruency B) realization C) inheritence D) dependency E) altruism
Answer: D Explanation: D) Power is a function of dependency. Diff: 2 Page Ref: 170 Objective: Power and Dependency Quest. Category: Concept/Definitional
1) Which one of the following is not implied in the definition of power? A) influence B) potential C) dependency D) actualization E) capacity
Answer: D Explanation: D) Power refers to a capacity that A has to influence the behavior of B so B acts in accordance with A's wishes. Someone can thus have power but not use it; it is a capacity or potential. Probably the most important aspect of power is that it is a function of dependency. Diff: 2 Page Ref: 170 Objective: Power Quest. Category: Concept/Definitional
3 35) When the power tactic of ________ works, it's generally downward only. A) exchange B) coalition C) ingratiation D) pressure E) legitimacy
Answer: D Explanation: D) Pressure tends to backfire and is typically the least effective of the nine tactics. When pressure works, it's generally downward only. Diff: 2 Page Ref: 174 Objective: Power and Sexual Harassment Quest. Category: Concept/Definitional
3 37) Which of the following power tactics is effective for exerting upward influence? A) pressure B) inspirational appeals C) exchange D) rational persuasion E) legitimacy
Answer: D Explanation: D) Rational persuasion is an effective tactic for exerting upward influence. It is the only tactic effective across organizational levels. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional
3 47) Employees exhibiting which of the following traits are more likely to engage in political behavior? A) lack of sensitivity to social cues B) external locus of control C) low need for power D) Machiavellian personality E) low self-monitoring
Answer: D Explanation: D) The Machiavellian personality—characterized by the will to manipulate and the desire for power—is comfortable using politics as a means to further his or her self-interest. Diff: 2 Page Ref: 176 Objective: Individual Factors That Influence Political Behavior Quest. Category: Concept/Definitional
1 8) The two general groupings of power are ________. A) informational and personal B) formal and informal C) informal and legitimate D) personal and formal E) direct and indirect
Answer: D Explanation: D) The bases or sources of power are divided into two general groupings, formal and personal. These two groupings are then broken down into more specific categories. Diff: 2 Page Ref: 171 Objective: Bases of Power Quest. Category: Concept/Definitional
2 12) Larry can assign Oliver work activities that Oliver finds unpleasant. Larry possesses ________ power over Oliver. A) reward B) expert C) legitimate D) coercive E) referent
Answer: D Explanation: D) The coercive power base depends on fear of the negative results from failing to comply. If A can assign B work activities B finds unpleasant or treat B in a manner B finds embarrassing, A possesses coercive power over B. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Formal Power Quest. Category: Application
2 25) Which of the following types of power is most likely to be negatively related to employee satisfaction and commitment? A) expert power B) reward power C) legitimate power D) coercive power E) referent power
Answer: D Explanation: D) The coercive power base depends on fear of the negative results from failing to comply. It is negatively related to employee satisfaction and commitment. Diff: 1 Page Ref: 173 Objective: Dependency Quest. Category: Concept/Definitional
4 51) To avoid politicking during performance evaluations, an organization should ________. A) use subjective criteria B) use democratic decision making C) use a single outcome measure D) use objective criteria E) allow a long time lapse
Answer: D Explanation: D) The more organizations use subjective criteria in the appraisal, emphasize a single outcome measure, or allow significant time to pass between the time of an action and its appraisal, the greater the likelihood that an employee can get away with politicking. Diff: 2 Page Ref: 178 Objective: Political Behavior Quest. Category: Concept/Definitional
5 62) Evidence indicates people in different countries tend to prefer different power tactics. Chinese managers prefer ________. A) rational persuasion B) exchange C) ingratiation D) coalition E) inspirational appeals
Answer: D Explanation: D) U.S. managers prefer rational appeal, whereas Chinese managers preferred coalition tactics. Diff: 2 Page Ref: 184 Objective: Global Implications Quest. Category: Concept/Definitional
4 70) Buffing falls under the category of avoiding ________. A) responsibility B) power C) change D) action E) blame
Answer: E Explanation: E) Buffing is a defensive behavior that falls under the category of avoiding blame for actions in the organization. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Avoiding Blame Quest. Category: Application
5 58) Which of the following is an example of the impression management (IM) technique of "exemplification?" A) A manager tells his boss, "You're absolutely right on your reorganization plan for the western regional office. I couldn't agree with you more." B) A salesperson says to a prospective client, "I've got two tickets to the theater tonight that I can't use. Take them. Consider it a thank-you for taking the time to talk with me." C) An employee says to his boss, "I'm sorry I made a mistake on the report. Please forgive me." D) A salesperson tells his boss, "Matt worked unsuccessfully for three years to try to get that account. I sewed it up in six weeks. I'm the best closer this company has." E) An employee sends e-mails from his work computer when he works late so that his supervisor will know how long he's been working.
Answer: E Explanation: E) Exemplification is doing more than you need to in an effort to show how dedicated and hard working you are. It is an assertive IM technique. Diff: 2 Page Ref: 181 Objective: Ethics and Politics Quest. Category: Concept/Definitional
3 44) Playing hardball means ________. A) engaging in negotiation activities B) complaining to your supervisor C) bypassing the chain of command D) forming coalitions E) engaging in illegitimate political behavior
Answer: E Explanation: E) Illegitimate political behavior violates the implied rules of the game. Those who pursue such activities are often said to "play hardball." Diff: 2 Page Ref: 175 Objective: Legitimate Political Behaviors Quest. Category: Concept/Definitional
3 38) ________ is the only power tactic that is effective for exerting upward influence, downward influence, and lateral influence. A) Legitimacy B) Exchange C) Ingratiation D) Pressure E) Rational persuasion
Answer: E Explanation: E) Rational persuasion is the only tactic effective across organizational levels. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional
2 65) Your immediate supervisor is a nice person. He helps you solve your problems and gives valuable advice. You admire your supervisor and aspire to become like him. The power that your supervisor possesses over you is known as ________ power. A) transactional B) coercive C) expert D) reward E) referent
Answer: E Explanation: E) Referent power is based on identification with a person who has desirable resources or personal traits. Diff: 1 Page Ref: 172 AACSB: Analytic Skills Objective: Coercive Power Quest. Category: Application
